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Gartner Expert
Shayne Jackson
VP Analyst
Shayne Jackson covers Enablement and Talent Management for the Sales and Service Practice. Mr. Jackson advises and produces research for Chief Sales Officers and Sales Enablement Leaders on topics involving Sales Enablement.
His extensive global experience leverages a programmatic approach to learning, content and tools that elevate sales teams' effectiveness. His specialties include:
-Building out enablement programs
-Elevating the role of enablement by demonstrating its impact
-Driving seller behavior change at scale
-Onboarding sales new hires
-Building continuous learning programs to develop sales skills and knowledge
He has over 25 years of global experience. Before joining Gartner, he established and led sales enablement functions, managed channel partners and supported sales teams at EMC (now Dell Technologies), SimpliVity (acquired by HPE) and Applause.
Previous experience
At Applause, Mr. Jackson established and ran a global Sales Enablement function that included the following programs:
Multiweek sales onboarding program and certification
Quarterly training
Knowledge reinforcement
Sales Kickoff
Rollout of sales methodology
Professional background
Applause, Senior Director of Sales Enablement, 2 years
EMC Corporation (acquired by Dell Technologies), Director of Sales Enablement, Global Financial Services, 20 years
SimpliVity (acquired by HPE), Director of Sales Enablement, 2 years
Areas of coverage
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Sales Operations and Enablement
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Sales Talent Management
Education
M.B.A., Information Technology and Management, Clark University, Worcester, Massachusetts
B.A., Psychology, Boston College, Boston, Massachusetts
Top Issues That I Help Clients Address
Establishing an impactful sales enablement function that drives change in the sales organization
Designing and deploying effective sales training
Implementing a sales communications strategy to improve sales efficiency
Designing new hire training that accelerates sellers' ramp to productivity
Measuring the impact of sales enablement programs